2026 Dealer Forum Recap

Dealers Find Answers in Austin

Three days of education, dealership tours, and peer-led problem-solving gave independent finance dealers a clearer path through rising costs, tighter capital, and closer regulatory scrutiny.

November 1–3, 2026JW Marriott AustinNearly 150 dealers and industry partners
Blake Ingram speaking during the opening general session
Sunday
November 1

The opening panel, eight breakout sessions and an evening at Electric Shuffle.

Opening General Session · 2:00 PM · JW Grand Salon 5–6

Opening Panel: “BHPH at a Crossroads”

The Forum opened Sunday afternoon with a general session panel titled “BHPH at a Crossroads: Navigating Today’s Challenges. Preparing for What’s Next.” NIADA Director of Education Brent Carmichael moderated the conversation.

Three BHPH operators with very different footprints agreed on one thing: 2026 is a grind. Business is flat to slightly down, inventory costs and customer affordability are squeezing deals, and staying even requires more effort than it used to. But the panel also saw slow times as a chance to get lean, and pointed to dealership acquisitions, a return of affordable new cars, and lower fuel prices as reasons for optimism.

Reasons for optimism

  • Dealership acquisitions
  • A return of affordable new cars
  • Lower fuel prices
  • Nick MarkosianPresident, Markosian AutoSalt Lake City, Utah
  • Jack CarterOwner, Turn & Burn MotorsConyers, Georgia
  • Blake IngramCEO, Auto CityDallas, Texas
  • Brent CarmichaelDirector of Education, NIADA 
Breakouts · 3:30–6:00 PM · JW Grand Salons 1–4

Eight Sessions, Two Rounds

After the opening panel, attendees chose two of eight breakout sessions across two rounds, covering everything from fraud prevention to portfolio analytics.

Breakout Sessions I3:30–4:40 PM
  • How to Steal a Vehicle with Just a PenDarren Schlosser, Retired Detective · Salon 1
  • Asset Management: Managing Inventory as an InvestmentBrent Carmichael, Director of Education, NIADA · Salon 2
  • Underwrite to Collect: Managing Risk Before the First PaymentBrad White, 20 Group Moderator & Consultant, NIADA · Salon 3
  • The BHPH Social Media & Marketing PlaybookMeg & Ryan Jones, Ace Auto Sales, Fyffe, AL · Salon 4
Breakout Sessions II4:50–6:00 PM
  • Unlock Your Team’s Superpowers: How AI Makes Great BHPH Dealers Even BetterMark Fuerbacher, Universal Imports, Rochester, NY · Salon 1
  • Building A Better Business Model & Pro FormaBen Goodman, Dealer Consultant · Salon 2
  • What Your Vintages Already Know: Reading BHPH Portfolio Data Two Years EarlyAlan Keate, CEO and Co-Founder, High Gear Data · Salon 3
  • Every Step Sells: Mastering the BHPH Path to SaleLuke Godwin, Godwin Motors, Columbia, SC · Salon 4
Dealers in a breakout session at the 2026 BHPH Dealer Forum
A presenter leading a breakout session
Attendees during a Sunday breakout session
Evening · 7:15 PM · Electric Shuffle

An Evening at Electric Shuffle

Sunday wrapped with a happy hour with sponsors, followed by an off-site reception at Electric Shuffle hosted by the Forum’s Signature and Premier sponsors.

Dealers competed throughout the night while enjoying delicious bites. When all was said and done, the top three winners of the evening were Jack Marshall of North Main Motors, Brandt Emery of Markosian Auto, and Jack Carter of Turn & Burn Motors.

Dealers competing at Electric Shuffle
A dealer taking a shot at the Electric Shuffle reception
Attendees at the Sunday evening reception at Electric Shuffle
Dealers at a Monday roundtable
Monday
November 2

Dealership site visits in the morning, dealer-led roundtables all afternoon.

New for 2026 ★
Morning · 9:00–11:30 AM · Off-site

Behind the Scenes at Austin Dealerships

Monday morning brought the Forum’s newest addition — dealership site visits. Attendees boarded buses to tour four working Austin-area BHPH operations:

  • Texas Auto Center
  • Third Coast Auto Group
  • Discovery Auto Sales
  • Chacon Autos

Rather than hearing about best practices in a ballroom, dealers saw them in action, getting an up-close look at:

  • Merchandising and lot appearance
  • Sales operations
  • Finance and collections
  • Service department efficiency
Monday morningFour Austin-area dealerships
Dealers touring an Austin-area BHPH dealership
Attendees on a Monday dealership site visit
Afternoon · 2:15–5:15 PM · JW Grand Salons 1–4, 401–409

Roundtables: Dealers Teaching Dealers

Monday afternoon belonged to the Forum’s signature feature — three hours of dealer-led roundtables. Attendees were seated with peers matched by dealership size and business model, so the conversation stayed relevant to the realities of their own operations.

Moderated by fellow dealers and NIADA 20 Group moderators, the groups set their own agendas. Underwriting, collections, inventory management, reconditioning, employee management, and access to capital were among the topics on the table.

Each table was also charged with identifying its best idea of the afternoon — setting up the Forum’s closing session.

A dealer-led roundtable discussion
Dealers comparing notes at a roundtable
Russell Moore, Best Idea Contest winner
Tuesday
November 3

The Best Idea Contest, TikTok for BHPH and a look ahead.

Closing General Session · 9:30–11:30 AM · JW Grand Salon 5–6

Closing Double Header: TikTok and the Best Idea Contest

Tuesday morning’s closing general session opened with the Best Idea Contest, led by Brent Carmichael. Winning ideas from each of Monday’s roundtables were presented to the full room, and attendees voted on the best of the best.

Best Idea Contest Winner

Russell Moore

Top Notch Used Cars · Conroe, Texas

AI bots as “digital employees”

Moore said he’s bad at following up, so he built a bot that tracks his ideas and checks in with staff to make sure they get done. He now has five bots covering sales, collections, marketing, and buying, and they’re connected to his DMS, QuickBooks, phone system, and CRM.

He cited a specific use to help prevent repossessions.

“I wanted to figure out an early trigger warning for repos.”

One bot compares his past repos against his current portfolio, flags the accounts most likely to default, and sends that list to his collection manager every morning. At the end of the day, it checks whether she followed up and reports back to him. Moore said that in just three weeks this early-warning system has saved about 10 repos.

He was clear that the goal isn’t to replace employees but to give them time back.

“I’m trying to give them a day off during the week — I’m trying to buy back some time for them.”

Moore won two registrations to the June 2027 NIADA Convention & Expo at the Gaylord Opryland in Nashville, plus a three-night stay, courtesy of AutoZone.

The Best Idea Contest at the closing general session

“Different Animal, Same Opportunity: TikTok for BHPH”

Ryan CopaciaPrincipal, TikTok Automotive

Copacia showed how dealers can use the platform to reach the shoppers who are already spending time there. The top three takeaways from his presentation:

  1. Authenticity beats polish.The dealers winning on TikTok are being themselves.
  2. Going viral means nothing unless locals see it.Boosting your best organic posts in your own market is one of the most efficient media buys available.
  3. Track the leads you’re already getting.The best TikTok sales happen in DMs and comments, so make sure those leads reach your CRM.
The crowd at the closing general session
Ryan Copacia on stage

Thank You to Our Sponsors

The Forum would not be possible without the support of its sponsors.

Signature Sponsors

Premier Sponsors

Select Sponsors

Looking Ahead

NIADA CEO Jeff Martin closed the event by thanking attendees, moderators, sponsors, and the NIADA team for a successful few days in Austin.

Martin wrapped up by inviting everyone to the NIADA Convention & Expo next June in Nashville, Tennessee.

For dealers who couldn’t make it to Austin, the takeaways are clear: the challenges facing BHPH are real, but so are the solutions — and many of them are coming from dealers willing to share what works.

NIADA CEO Jeff Martin speaking at the closing session
“The success of the Buy Here, Pay Here Dealer Forum comes down to our dealers. You all showed up ready to take part, share ideas, and learn from one another. Those peer conversations are what make this event so valuable, and everyone is heading home with some ideas they can put to work in their own dealerships.”
Jeff MartinCEO, NIADA

See you in Nashville!

NIADA Convention & Expo · June 2027 · Gaylord Opryland

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